195. Peter Sunna, CPO, Kognic – How We Win: Why Kognic’s CPO Ditched their Roadmap for a Strategy That Actually Aligns Teams
The SaaSiest Podcast9 Loka 2025

195. Peter Sunna, CPO, Kognic – How We Win: Why Kognic’s CPO Ditched their Roadmap for a Strategy That Actually Aligns Teams

In this episode, we’re joined by Peter Sunna (ex-Contentful, Commercetools), now leading product at Kognic, an annotation platform that helps cars “see” via camera & LiDAR for ADAS and autonomous driving. Peter shares why he downplays traditional roadmaps in favor of a company-wide “How We Win” operating system, aligning teams on target segment, differentiation, and the strategic power to compound.

We dive into the automotive software shift, safety-critical AI, and how to build defensibility when AI keeps redefining what’s feasible, sometimes in months. Peter explains how to keep Sales, Product, Marketing, and CS selling and building the same thing so strategy drives the plan, not a feature laundry list.

Here are some of the key questions we address:

  • How do you replace feature roadmaps with a "How We Win" system that aligns every team and still tells customers what matters next?

  • What does differentiation look like in practice and which power are you compounding (process, network effects, brand, switching costs, etc.)?

  • When you’re early and have no moat, how do you use counter-positioning and when do you evolve to a more durable power?

  • Depth vs. breadth: should you go deeper on a few use cases or widen to adjacent ones, and how do you decide?

  • How do you sell a new workflow into enterprises (crossing the chasm) when existing org structures resist change?

  • With AI rapidly changing what’s feasible, how do you plan, defend your margins, and avoid being automated away?

🎧 Tune in to hear how Peter turns strategy into an everyday operating cadence proving that in B2B, roadmaps don’t win markets; clarity on how you win does.

Jaksot(210)

186. Jennifer Peters, Head of Customer Success, Vesper - Building a Customer Journey That Drives Retention

186. Jennifer Peters, Head of Customer Success, Vesper - Building a Customer Journey That Drives Retention

In this episode, we’re joined by Jennifer Peters, Head of Customer Success at Vesper, the commodity data platform working to bring transparency to the global commodity marketplace. Vesper provides mar...

26 Kesä 202546min

185. Emelie Linheden, VP Marketing, Younium - The Event Budget Playbook: What Actually Drives ROI

185. Emelie Linheden, VP Marketing, Younium - The Event Budget Playbook: What Actually Drives ROI

In this episode, we’re joined by Emelie Linheden, VP of Marketing at Younium, a Subscription Management tool that helps B2B SaaS companies in Europe and North America streamline subscription managemen...

18 Kesä 202545min

184. Karolina Wrońska-Boukhalfa, Director of Customer Success, Dixa - How should companies segment customers to drive better outcomes?

184. Karolina Wrońska-Boukhalfa, Director of Customer Success, Dixa - How should companies segment customers to drive better outcomes?

In this episode, we’re joined by Karolina Wrońska-Boukhalfa, Director of Customer Success, Dixa, the Value Experience Customer Service Platform empowering companies to deliver effortless, personalized...

11 Kesä 202547min

183. Søren Schønnemann, CEO, Factbird - The Hidden Growth Lever: How Strategic Hiring Fueled €10M ARR

183. Søren Schønnemann, CEO, Factbird - The Hidden Growth Lever: How Strategic Hiring Fueled €10M ARR

In this episode, we’re joined by Søren Schønnemann, CEO, Factbird, the SaaS provider that helps manufacturers maximize their performance through manufacturing intelligence from Operator to Process Eng...

22 Touko 202556min

182. Karel Callens, CEO & Founder, Luzmo - Stacking S-Curves: How Luzmo Future-Proofs SaaS Growth Through parallel thinking!

182. Karel Callens, CEO & Founder, Luzmo - Stacking S-Curves: How Luzmo Future-Proofs SaaS Growth Through parallel thinking!

In this episode, we’re joined by Karel Callens, CEO & Founder, Luzmo, an embedded analytics platform, purpose-built for SaaS companies. They bring complex data to life with beautiful, easy-to-use dash...

25 Huhti 20251h 1min

181. Massimo Arrigoni, CEO, Beefree - What SaaS Founders Can Learn from Beefree’s Embedded Growth Strategy

181. Massimo Arrigoni, CEO, Beefree - What SaaS Founders Can Learn from Beefree’s Embedded Growth Strategy

In this episode, we’re joined by Massimo Arrigoni, CEO, Beefree, a powerful design suite that lets you create no-code beautiful, high-performing emails that work with any marketing platform. Today the...

16 Huhti 202553min

180. Anna Jäger, VP Marketing, Sinch - Size Matters & Speed Wins - How Sinch approached marketing in the U.S. market!

180. Anna Jäger, VP Marketing, Sinch - Size Matters & Speed Wins - How Sinch approached marketing in the U.S. market!

In this episode, we’re joined by Anna Jäger, VP Marketing at Sinch, a global leader in customer communications with over $3B in revenue and operations in 60+ countries. Anna shares hard-earned lessons...

9 Huhti 202551min

179. Ashley Faus, Head of Lifecycle Marketing, Atlassian - Lifecycle Marketing That Wins Hearts, Minds and Wallets!

179. Ashley Faus, Head of Lifecycle Marketing, Atlassian - Lifecycle Marketing That Wins Hearts, Minds and Wallets!

In this episode, we sit down with Ashley Faus, Head of Lifecycle Marketing at Atlassian, to unpack what lifecycle marketing really means and how one of the world's best-known SaaS companies makes it w...

2 Huhti 202552min

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